AFY Steven Thomas - Seller Book

imprecisely, e.g., “Not long.”Then calmly ask the shoppers how long they have been looking. Their answers may empower you with information about their own stress points. When asked why you are selling, answer with vague reasons, such as downsizing or eliminating stairs. Again, turn the tables by asking them the same question. To learn if you have any time constraints, a buyer might ask how soon you want to move. Tell them you’re flexible, even if you would really like to move immediately. Next, it’s your turn to ask them how soon they want to move. Directing the question back to the buyer maintains your control of information. What you paid for your house does not have a bearing on current market value, so if the question comes up, simply smile and say you won it in a bet (knowing the buyer has probably checked county records for the previous sale price). Facing questions on the pricing of your home should not be difficult if you have put serious thought into your asking price. If you based it on professional market value estimates, tell them. Do not forget to point out recent sales of comparable homes and the improvements you’ve made. Competitive offers from other interested buyers is a concern for a home shopper. If they ask you about this, briefly state that there is interest but “nothing on paper.” Don’t be specific about where you are with other prospective buyers. Buyers may be inquisitive as to why your home has not sold yet, and you can tell them you are waiting for the perfect buyer (like them!). Almost invariably they will ask for the lowest price you will take, or if the price is negotiable. Let them know you had not much time to think about it. In turn, ask what price they had in mind, adding “as long as the offer is negotiable.” Dealing with the buyers, keep this objective in mind. Answer questions thoughtfully but vaguely, without revealing much. Managing your responses by asking them questions in return works well in the situations discussed above. Always attempt to get the other party to reveal their thoughts.

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